About the Team

The Diabetes Business Unit manages Sanofi's comprehensive insulin portfolio in India, serving one of the world's largest diabetes populations. We combine decades of expertise in insulin therapy with innovative customer engagement strategies to ensure our portfolio reaches the millions of patients who depend on insulin for their diabetes management. Our team plays a critical role in advancing insulin therapy across India's diverse healthcare landscape, from tier-1 cities to rural communities, while driving sustainable business growth and market leadership.

 

Position Overview

The BU Head / Sales & Customer Engagement Head for Diabetes is a pivotal strategic leadership role responsible for driving profitable growth and market leadership in India's rapidly expanding diabetes care segment. Lead the strategic direction and operational excellence of Sanofi's Insulin portfolio across India by driving comprehensive business strategy, customer engagement innovation, and commercial performance. This role is instrumental in maintaining and expanding Sanofi's leadership position in the insulin public sector market through strategic engagement. This position demands a dynamic leader who can seamlessly blend commercial excellence with patient-centric innovation, delivering sustainable business results while expanding access to life-changing therapies. The role requires orchestrating multi-stakeholder engagement across private healthcare institutions, government bodies, and the broader diabetes ecosystem, while building high-performing teams that embody Sanofi's values of scientific rigor and patient focus. Beyond traditional P&L accountability, this leader must be a transformational change agent who drives digital innovation, forges strategic public-private partnerships, and champions business sustainability—ensuring that growth today creates enduring value for patients, healthcare providers, and society tomorrow. Success in this role means not just winning in the marketplace but fundamentally improving diabetes care outcomes across India's diverse healthcare landscape, from metropolitan centers to underserved communities.

 

Key Responsibilities

The Sales & Customer Engagement Head – Diabetes at Sanofi is responsible for executing comprehensive commercial strategies to maximize growth and market share of Sanofi's insulin portfolio. This role requires strategic leadership in customer engagement and business performance optimization while ensuring sustainable patient access to insulin therapies across India's diverse healthcare landscape.

 

Business Strategy & Portfolio Management

 

Develop and execute comprehensive business strategy for the entire insulin portfolio aligned with India for India growth objectives

Lead portfolio optimization strategies to maximize revenue growth and market share expansion in the insulin category

Identify and capitalize on emerging market opportunities in insulin therapy, including next-generation insulin analogs and digital health integration

Navigate competitive landscape dynamics and develop differentiated positioning strategies for sustained insulin market leadership

Create and implement long-term strategic plans (2-3 years) with clear milestones and performance indicators for insulin business

Drive evidence-based decision making through market intelligence and competitive analysis specific to insulin market

Lead cross-functional initiatives to accelerate insulin portfolio growth and operational efficiency

 

Customer Engagement & Commercial Excellence

Lead omnichannel customer engagement strategies tailored to insulin prescribers

Drive scientific leadership initiatives through strategic KOL engagement and medical education programs on insulin management

Develop and implement customer-centric solutions addressing unmet needs in insulin initiation, titration, and adherence

Execute comprehensive customer journey mapping and experience optimization across all touchpoints for insulin therapy

Lead digital transformation initiatives to enhance customer engagement effectiveness and efficiency in insulin promotion

 

Financial Performance & Resource Management

Achieve budgeted sales and operating profitability targets for insulin portfolio through strategic resource deployment and performance optimization

Lead P&L management with full accountability for insulin business financial performance and sustainability

Develop and manage annual budgets, forecasts, and investment plans aligned with insulin portfolio strategic objectives

Drive operational efficiency initiatives to optimize cost structure while maintaining insulin business growth momentum

Create viable business cases for insulin portfolio expansion, new launches, and strategic investments

Monitor and analyze financial performance metrics for insulin business, implementing corrective actions as needed

Lead digital transformation initiatives to enhance customer engagement effectiveness and efficiency in insulin promotion

 

 

 

Team Leadership & Organizational Development

Build and lead high-performing, diverse teams across insulin sales and marketing functions

Drive capability development initiatives to equip teams with specialized skills in insulin therapy management and customer engagement

Foster culture of innovation, collaboration, and customer-centricity aligned with Sanofi values

Implement talent management strategies including succession planning and retention programs for insulin business team

Ensure alignment with Sanofi Ethics & Business Integrity standards across all insulin business activities

Drive performance management and coaching to achieve individual and team excellence in insulin portfolio delivery

 

Cross-functional Collaboration & Stakeholder Management

Partner with Medical Affairs on scientific strategy and evidence generation for insulin portfolio

Collaborate with Regulatory Affairs to ensure timely approvals and compliance management for insulin products

Work with Supply Chain to optimize insulin product availability, cold chain management, and distribution efficiency

Coordinate with Global Diabetes teams on best practice sharing and strategic alignment for insulin business

Represent Sanofi at key industry forums, conferences, and policy discussions related to insulin therapy

 

Required Qualifications

 

Education

Graduate degree in Science/ Pharmacy

Lead digital transformation initiatives to enhance customer engagement effectiveness and efficiency in insulin promotion

Experience

12-14 years of progressive experience in pharmaceutical industry with significant exposure to diabetes/insulin therapeutic area

Minimum 8-10 years in leadership roles with P&L responsibility and team management experience

Proven track record of driving business growth and market share expansion in insulin or injectable therapies

Experience managing large field forces (100+ people) and complex commercial operations in chronic disease areas

Demonstrated success in customer engagement transformation and commercial excellence initiatives

Track record of successful product launches and portfolio management in diabetes, insulin, or specialty injectable products

Understanding of insulin therapy landscape including clinical guidelines, treatment algorithms, and patient management protocols

 

Core Competencies

Deep therapeutic expertise in diabetes and metabolic disorders

Proven track record of delivering growth in competitive markets

Strong P&L and commercial acumen including experience in OmniChannel leverage – Public Market, Digital & a.i

Ability to navigate complex stakeholder environments (private/public)

Change leadership and transformation experience

Strategic thinking with execution excellence

Stakeholder management across internal and external ecosystem

 

Technical Skills

Strategic business planning and execution for insulin/injectable pharmaceutical portfolios

Deep understanding of insulin therapy landscape, treatment paradigms, and clinical guidelines

Knowledge of insulin product characteristics (basal, bolus, premix, analogs vs. human insulin)

Health economics and value demonstration for insulin therapies

Digital marketing and omnichannel customer engagement strategies for specialty products

Financial management and P&L accountability in pharmaceutical business

Functional Competencies

Leadership and team management in complex, matrixed organizations

Strategic stakeholder engagement and relationship management with insulin prescribers

Commercial excellence and sales force effectiveness optimization for specialty/injectable products

Leadership & Interpersonal Skills

Visionary leadership with ability to inspire and motivate large teams

Strong communication and presentation skills for diverse audiences including medical professionals

Cultural sensitivity and ability to work across diverse regional contexts in India

Negotiation and influencing skills for complex stakeholder environments

Change management and transformation leadership capabilities

Personal Attributes

Results-oriented with strong execution focus and accountability mindset

Strategic thinking combined with operational excellence

High ethical standards and integrity in all business dealings

Patient-centric mindset with passion for improving insulin access and diabetes care outcomes

Key Stakeholders

Internal Stakeholders

GM Pharma India and Senior Leadership Team

Insulin Sales, Marketing, and Market Access Teams

Medical Affairs and Regulatory Affairs

Supply Chain and Commercial Operations

External Stakeholders

Healthcare Professionals

Key Opinion Leaders in Diabetes

Healthcare Institutions and Hospital Systems

Government Health Departments and Policymakers 

Special Requirements

Extensive travel across India (40-50% travel time) to key insulin markets

Ability to work in fast-paced, dynamic environment with changing priorities in competitive insulin market

Proven track record of driving business growth and market share expansion in insulin or injectable therapies

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